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  • 12 Oct 1999
  • Research & Ideas

Paid for Success: Options for Compensating CEOs

When large public companies perform poorly, do the CEOs running them share the financial pain? That question, according to HBS associate professor Brian Hall, is not answered by looking at their salary and bonus but rather by a careful... View Details
Keywords: by Judith A. Ross
  • February 2009
  • Article

Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting

By: Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max H. Bazerman
Goal setting is one of the most replicated and influential paradigms in the management literature. Hundreds of studies conducted in numerous countries and contexts have consistently demonstrated that setting specific, challenging goals can powerfully drive behavior and... View Details
Keywords: Goals and Objectives; Management Practices and Processes; Organizational Culture; Performance Improvement; Behavior; Motivation and Incentives
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  • January 2021 (Revised March 2022)
  • Teaching Note

Maritz Automotive

By: Ashley V. Whillans and Lamar Pierce
This case focuses on Charlotte Blank, the Chief Behavioral Officer at Maritz, as she tries to assist a major automotive manufacturer (CarCo) with increasing their sales by prepaying monthly bonuses to independently franchised car dealers and clawing them back if the... View Details
Keywords: Loss-framing; Sales; Performance Improvement; Compensation and Benefits; Motivation and Incentives; Behavior; Theory; Auto Industry
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  • 2004
  • Working Paper

Are Perks Purely Managerial Excess?

By: Raghuram G. Rajan and Julie Wulf
Why do some firms tend to offer executives a variety of perks while others offer none at all? A widespread view in the corporate finance literature is that executive perks are a form of agency or private benefit and a way for managers to misappropriate some of the... View Details
Keywords: Motivation and Incentives; Performance Productivity; Executive Compensation; Corporate Finance
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  • 01 Dec 2020
  • News

Invest in the New Abnormal

need to adjust to the new reality that customers prefer not to come into their stores. B2C firms must enhance their delivery and pickup options and provide incentives [such as rewards points for using a mobile app] to customers to... View Details
  • 01 Jun 2006
  • News

CEO Compensation Troubles

pressure is the fear of losing an adequately performing CEO. To make sure this does not happen, compensation committees rely on surveys by compensation consultants about CEO pay in similar companies but without regard to company... View Details
Keywords: Jay W. Lorsch; Management of Companies and Enterprises; Management
  • 01 May 2000
  • What Do You Think?

Can You Hard-Wire Performance?

Summing Up Hard-wiring Performance Is Great In Concept...but.... The responses to the concept of promising and delivering results rather than selling products or services are in, and you've agreed that hard-wiring View Details
Keywords: by James Heskett
  • 01 Mar 2015
  • News

3-Minute Briefing: Angela Ruggiero (MBA 2014)

The first time I stepped on the ice, I was seven years old. When I saw my younger brother, Billy, in his goalie gear I thought it looked really fun and cool and asked if I could try. It was terrifying. I was crying. But by the end of that first practice, I remember... View Details
Keywords: Julia Hanna; Olympics; Performing Arts, Spectator Sports, and Related Industries; Performing Arts, Spectator Sports, and Related Industries
  • 04 Aug 2003
  • What Do You Think?

Are We Facing an Attitude Shortage?

Summing Up "Good attitudes supercharge organizational performance beyond what the skill/talent level would indicate," according to Perry Miles. "Attitude is one of the strongest determinants of performance," added... View Details
Keywords: by James Heskett
  • Web

Field Course: Transforming Health Care Delivery - Course Catalog

engagement, digital health, payment reform, and the creation of appropriate incentives for value delivery and innovation. For each of these approaches, the course will emphasize the importance of identifying improvement opportunities,... View Details
  • 06 Jul 2015
  • Research & Ideas

Money and Quotas Motivate the Sales Force Best

just given it—conditional versus unconditional. Doug J. Chung, an assistant professor in the Marketing unit, and Das Narayandas, the James J. Hill Professor of Business Administration, explain what kind of bump managers can expect from different bonus plans in their... View Details
Keywords: by Roberta Holland; Retail
  • Web

Transforming Health Care Delivery - Course Catalog

change. It will draw upon a range of approaches for improving value in health care delivery, including continuous improvement, organizational redesign, population health management, precision medicine, patient engagement, digital health, payment reform, and the... View Details
  • 08 May 2015
  • News

An alternative view of the role of the corporation in society

a need for additional research on topics such as sustainability metrics, how executives design incentive and control systems, and how companies report their performance and position. (Published May 2015) View Details
  • 02 Feb 2007
  • What Do You Think?

Is There Too Little “Know Why” In Business?

can be found in: (1) discovery, the challenge of adventure and innovation characterized by dot-com entrepreneurs willing to work 24/7 in search of the new or unknown, (2) excellence, in which high standards are not compromised for short-term View Details
Keywords: by Jim Heskett
  • Article

Passion Penalizes Women and Advantages (Unexceptional) Men in High-Potential Designations

By: Joyce He, Jon M. Jachimowicz and Celia Moore
High potential programs offer a swift path up the corporate ladder for those who secure a place on them. However, the evaluation of “potential” occurs under considerable uncertainty, creating fertile ground for gender bias. We document that men are more likely than... View Details
Keywords: Passion; Potential; Gender; Motivation and Incentives; Performance; Talent and Talent Management
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  • February 1985
  • Article

Motivation and Creativity: Effects of Motivational Orientation on Creative Writers

By: T. M. Amabile
72 members of the college community who identified themselves as actively involved in creative writing participated in individual laboratory sessions, in which they were asked to write 2 brief poems, to investigate the hypothesis that intrinsic motivation is conducive... View Details
Keywords: Social Psychology; Creativity; Motivation and Incentives; Performance; Personal Characteristics; Situation or Environment
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  • 01 Dec 2008
  • News

The CEO and the Functions of Leadership

are performed to a high standard. There is a vast literature on the choices, structures, and supporting systems involved in modern management, including strategy, organization structure, planning and resource allocation, and management... View Details
  • 18 Mar 2001
  • Research & Ideas

The Essentials for Enlightened Experimentation

incentives to encourage rapid experimentation. Consider using small development groups that contain key people (designers, test engineers, manufacturing engineers) with all the knowledge required to iterate rapidly. Determine what... View Details
Keywords: by Stefan Thomke
  • 03 Mar 2003
  • What Do You Think?

Are Conditions Right for the Next Accounting Scandal?

organizations. Without incentives to do so, the natural tendency is to opt for the "safe" alternative, particularly in a litigious investing community. What form could these incentives take? Whose... View Details
Keywords: by James Heskett; Accounting; Financial Services
  • 01 Dec 2008
  • News

Lesson from the Fall

both the movement of capital markets and gains in the price of competitors’ stock can provide executives with unearned windfalls for uncompetitive performance and promote unwarranted overconfidence. Awarding stock grants without... View Details
Keywords: Malcolm S. Salter; Oil and Gas Extraction; Mining; Electric Power Generation, Transmission, Distribution; Utilities